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Until he came face-to-face with the added value in bread and sausage rolls, the proprietor was actively seeking additional products to boost the bottom line

Ushered in by the accountant, the baker came into the conference room accompanied by his wife, looking a little tired and weary. It was late ­afternoon, and he had been up since before dawn in his bakery. A residue of flour whitened his eyebrows and clung to the back of his arms.

The previous evening, I had addressed a client gathering of an accounting practice and he was one of several requesting an interview.

He kicked off the conversation. ...

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